Responsibilities

• Define and own the GTM operating rhythm—including cadence design, QBRs, pipeline reviews, and leadership forums—ensuring every meeting drives decisions, not just discussion.
• Lead annual planning and long-range planning (LRP) for the GTM organization, partnering with Finance to align revenue targets, headcount, and investment priorities to strategic growth objectives.
• Own GTM budget management (outside of tech stack), including spend tracking, variance analysis, and reallocation recommendations grounded in performance data.
• Other duties as assigned.
• Provide direct leadership and strategic direction to the Marketing Operations function, including oversight of the Head of Marketing Ops, ensuring systems, processes, and data infrastructure support GTM scale.
• Partner deeply with Revenue Operations to unify data, align pipeline definitions, and create a shared source of truth across Marketing and Sales for funnel performance, conversion rates, and revenue attribution.
• Design, own, and continuously evolve the GTM performance metrics framework, establishing KPIs and leading indicators that give leadership real-time visibility into commercial pipeline health and marketing's contribution to revenue.
• Lead executive and Board deck construction for the GTM organization, synthesizing complex performance data into clear narratives, strategic recommendations, and forward-looking analyses that inform Board-level decisions.
• Own GTM data analytics and reporting, leveraging AI-powered tools to dramatically accelerate insight generation, automate routine reporting, and give GTM leaders always-current visibility into performance.
• Lead GTM engineering efforts, including workflow automation, system integrations, and process infrastructure that remove friction from the GTM motion and allow revenue teams to operate at scale.

Requirements

• 8+ years of experience in GTM strategy, revenue operations, marketing operations, or a closely related field, with at least 2 years in a senior leadership role.
• Proven track record owning operating cadence, annual planning, and budget management for a B2B GTM organization.
• Deep expertise in GTM data analytics and performance reporting, with the ability to translate complex data into clear executive and Board-level narratives.
• Experience setting AI strategy at scale—identifying high-value use cases, deploying AI tools and agents, and championing an AI-first operating culture across a revenue organization.
• Strong cross-functional influencing skills and demonstrated experience partnering with Finance, RevOps, Sales, and executive leadership to align strategy with execution.
• Experience leading and developing high-performing teams, including direct management of a Marketing Operations function.

Preferred

• Hands-on experience with GTM engineering—workflow automation, CRM/MAP integrations, and building scalable data infrastructure for revenue teams.
• Background in B2B SaaS or fintech, with familiarity with subscription revenue models, ARR/NRR metrics, and enterprise GTM motions.
• Demonstrated ability to deploy and manage AI agents and automation tools (e.g., n8n, Make, Clay, or similar) to drive productivity improvements across a GTM function.
• Experience presenting directly to C-suite and Board audiences, with strong executive presence and the ability to distill complex operational data into compelling stories.

Benefits

• At Billtrust, we believe your total rewards should reflect the impact you make. Our benefits package includes comprehensive health coverage, competitive retirement, generous PTO and parental leave, flexible work options, and meaningful investment in your professional development.